Senior Key Account Manager

Senior Key Account & Sales Development Lead, New Truck Sales

Region Bulgaria

Role Summary

DRIVE your career with SCANIA!︂

Do you want to make sustainable change happen for real? We are currently undergoing an exciting transformation from a traditional truck manufacturer to a provider of complete sustainable transport solutions. For Scania, our people are our most valuable asset. The strong and supportive culture of Scania provides an organisational environment where everyone is seen, respected and can contribute. We trust each other to act and make decisions, and we believe in a more flexible future workplace based on individual needs. Join us on our journey!

Scania Bulgaria is recruiting a Senior Key Account Manager to join our team in Bulgaria. You will be at the heart of Scania Bulgaria’s growth, specializing in the sale of services to both new and existing customers.

The purpose of this role is to strengthen our truck sales performance in the Region of Bulgaria. This role focuses on managing key fleet customers, driving fleet sales, and supporting the dealer sales team with market insights, structured customer engagement, and business development strategies. While the sales team reports directly to the Dealer Director, this role will play a key part in mentoring, guiding, and aligning sales efforts to maximize results.

Job Responsibilities

As Senior Key Account Manager, you have or you can:

In depth knowledge of local & regional business environment, high understanding of customers, their commercial offerings, industry, business, motivational drivers, and needs.

Excellent negotiation and communication skills. You can persuade, convince, and influence others to obtain their buy-in and support for specific actions or directions.

Understand and apply knowledge about the market within the area of responsibility. Keep up to date with new developments and understand business risks and opportunities.

Outstanding customer relationships skills. You are able to explore positions and alternatives to reach the best possible outcome by seeking mutual benefits and maintaining relationships in business discussions.

Ability to support and guide the sales team without direct managerial responsibility.

Availability to travel within the Bulgaria.

Job title: Senior Key Account Manager&Sales Development Lead, New Truck Sales

Job type: permanent contract

Location: Sofia / Bulgaria

• Attractive Sales commission scheme
• 20 days annual leave plus bank holidays. Additional vacation days based on seniority with Scania.
• Private health insurance, which you can offer to your family also.
• Company car.

What YOU will do

Every day is an occasion for growth, being responsible for: 

Sales Development & Strategic Support

Work closely with the Dealer Director to define a structured approach for sales team activities.

Identify and prioritize high-potential companies for long-term business collaboration.

Support the sales team by providing market insights, targeted strategies, and mentoring in customer engagement.

Secure accurate and in time “Market knowledge” for heavy trucks registration in the area.

Ensure plan and execution of salesman visits and activities to all potential customers in the area.

Conduct joint customer visits with sales representatives to enhance deal conversion and customer relationships.

Align with the Dealer Director on dealer margin support and pricing strategies for strategic deals.

Key Account & Fleet Sales Leadership

Act as the primary contact for key fleet customers in Bulgaria.

Develop and manage strong relationships with major fleet operators.

Lead fleet sales negotiations, ensuring competitive and profitable deals.

Oversee the entire sales process for fleet deals, from initial offer to contract execution.

Collaborate with internal teams (finance, aftersales, and dealer network) to provide comprehensive fleet solutions.

Market Strategy & Business Growth

Analyze market trends, competitor activity, and customer needs to define sales strategies.

Work with the Dealer Director to implement growth initiatives in Bulgaria .

Ensure fleet sales activities align with Scania business objectives and market positioning.

About YOU:

Trustworthy – operating with integrity in all they do.

Tenacious – determined to meet and exceed sales targets.

Organised – able to manage your time and workload effectively, comfortable working independently, your drive, self-motivation, and organisation will enable you to manage your time to its optimum.

Passionate – someone cares about the job they do, and the positive impact you can have on our customers and their businesses.

Experienced – experience within truck sales, fleet sales, or B2B automotive sales is essential.

What we offer

The opportunity of becoming a part of a highly performing team in a challenging environment characterized by a high drive, as well as an open and informal culture within a diverse culture.

Collaborative environment that fosters strong team spirit and mutual support.

Excellent career opportunity with a global company and premium brand.

Dedicated onboarding plan. Access to training, development initiatives, coaching and mentoring from senior management.

You will participate in complex and challenging projects related to our industry and you will have the satisfaction of interesting and meaningful work.

Attractive sales bonus scheme & benefits package (including meal vouchers, private health insurance, additional vacation days for seniority with Scania etc).

You will be part of CSR initiatives. Many of the things we care about are related to sustainability, education, health.

To make sure we select the right candidate, our selection process has several steps. We will strive to communicate fast and clear with you, if you are selected for interview.

Interview with People&Culture team.

Interview with Hiring Manager & Sales Director.

Employment offer.

Interested to learn more? Apply now and we will get back to you as soon as possible. Only selected candidates will be contacted.

Working for Scania is not just about the job. It’s about you too, and this is where the company goes the extra mile and provides an industry leading employment package.  We offer an excellent benefits package which includes meal vouchers, private health insurance for you and your family, additional vacation days for seniority with Scania and many more.

At Scania we invest considerably in colleague development, and you can expect to receive comprehensive training and career progression not only in the Black Sea Unit but throughout our Global organisation. 

We have a strong and supportive culture, where each individual is seen, respected and has the potential to contribute. We trust each other to act and make decisions, and we believe in a more flexible future workplace based on individual needs.  For us, diversity and inclusion is a strategic necessity. By having colleagues with the widest possible range of skills, knowledge, backgrounds, and experiences, we ensure we have the right people and together with an inclusive corporate culture, this drives our business forward. We want our colleagues to feel proud and happy to work for us, no matter where they are from or who they are, and we strive to achieve an inclusive and family-friendly environment for everyone.

Scania is dedicated to delivering exceptional products and services to our customers and the successful candidate will reflect our core values; CUSTOMER FIRST, RESPECT, ELIMINATION OF WASTE, RESPONSIBILITY and TEAM SPIRIT in all we do.

Education